A recent example of this was the pandemic in 2020. With the arrival of the new normal, customers looked for other ways to buy the products they wanted, causing sellers to reinvent themselves to be able to reach consumers.
But we must keep in mind that selling is not a gift, but rather something technical. Selling is a process that requires discipline, lead analysis and integration with other areas of the company, and this is where methodologies will help you.
After all, what is a sales methodology?
A sales methodology is a set of steps that salespeople must follow in the negotiation process, breaking it down into practical steps and helping your team sell more.
Your company can develop its own methodology based on its commercial process, market, offers and positioning, as well as using the same techniques as other companies in different areas.
Still, it is important that you analyze the methodologies available on the market to find out which one can fit your business model or study the one that interests you most and transform your team's culture to fit the chosen one.
Methodologies present in the market
SPIN Selling
Created in the 1980s by Neil Rackham, it is one of the best-known questions among salespeople because it does not focus solely on the benefits of the product offered, but rather helps the salesperson know what type of questions to ask potential customers. The acronym SPIN is divided into situation questions , which focus on the prospect's current situation; problem questions , where the objective is to identify the potential customer's problems; implication questions , to discover the implications generated by obstacles; and needs questions , which point out the needs linked to solutions that you can offer.
SNAP Selling
This methodology, created by Jill Konrath in 2012 with the aim of accelerating the sales process, in addition to having the name “snap of fingers” in English (allusion to speed), carries in its name the following points that salespeople need to pay attention to:
Simplicity: it states that the solution must be presented in a simple way, making it easier for the client to understand;
Novelty: what you are going to offer must be new in the eyes of the potential customer, but it still needs to solve their problems;
Alignment: at this stage, there must be an alignment of expectations between the seller malaysia phone number example and the customer, from the language used in the presentation to the offer itself;
Priorities: the seller must identify what the customer considers to be a priority and how the solution offered relates to this.
Customer-centric selling
Or Customer Centric Selling, makes salespeople true experts in everything related to the potential customer. This methodology suggests a series of behaviors during the salesperson's approach with a focus on creating a connection and understanding the best solution for the customer's company.
DRIP Selling
This methodology was developed by ADVANCE, a management, marketing and sales training and consulting company that helps companies that want to grow.
Through it, you can go from the Sales Plan and Accounting Plan to the War Plan and Touch Planning, establishing strategies, actions and performance indicators with a focus on the short term.
In addition, it is a methodology that instructs you to use communication, emotional checking and understanding tactics so that your meetings are effective even online.
Want to know more about this sales methodology? ADVANCE CEO Dagoberto Hajjar explains this and other strategies in more detail in the 23rd episode of DoTheMATH, listen here!
A CRM platform to put everything into practice
Through a CRM platform, you can monitor a sales dashboard, analyze metrics, and store data with customer information. With this data, you can get to know your consumer and then shape the sales team's behavior based on the information obtained.
A CRM tool also allows you to maintain a history of service, interactions and helps manage the sales funnel.
Furthermore, its use is important to ensure that customer service is personalized and unique, offering useful content, good service and scheduling meetings that can change the course of the client's business.
According to a LinkedIn survey conducted in 2020, approximately 70% of professionals say that CRM was very important in closing a deal.